How to Attract More Clients:
Work Smarter Instead of Harder

As a sales representative, you would like to attract more clients? Right?

However, as a real estate sales representative, you are very, very busy. You hardly have enough time to look after current clients. How can you possibly free up the time to start prospecting for new clients?

Good question.

The best answer...

Work Smarter Instead of Harder

Working harder on the other hand, means simply devoting more time and energy to what you are already doing. Seems to make sense…

But how are you going to work harder? And even if you could find the time and energy, how can you be sure that you will be using the best marketing practices?

The Best Marketing Practices--Your Way

Which agents attract the most clients?

Obviously high producing agents attract the most clients. So what do practices do high producing agents use to attract clients?

The best way to learn how high producing agents attract clients is to ask them. But the good news is that you don’t have to ask. I did it for you…

The answers to my questions identified the best real estate marketing practices of top producing agents.

(The actual survey results are reported in How Agents Succeed in Real Estate. This report is available in e-book format. If you would like a free copy, see below…at the very end of this page.)

It is important to understand that the essential fundamentals of marketing have been applied successfully for more than five decades.

Having worked with small businesses for more than 35 years, I have experienced how these fundamentals apply to virtually all businesses, regardless of where they are located.

The findings reported in How Agents Succeed in Real Estate are consistent with the essential fundamentals of marketing. Not only that-—the findings actually reflect these very fundamentals.

This means that regardless of where your real estate business is located, the findings reported in How Agents Succeed in Real Estate will apply to you.

It also means that regardless of what marketing initiative you propose, the essential fundamentals of marketing should not be ignored.

By all means be creative and stamp your individual identity into your marketing.

But until you have a lot of marketing experience behind you, stick to the tried and proven marketing basics. As outlined below, they are the foundation of your long term success in real estate.

Before addressing the best real estate marketing practices, it is important to clarify what they are…and what they are not.

The best real estate marketing practices are based on the essential fundamentals of marketing. They are the strategies that experienced and successful real estate agents use to attract clients.

What they are not is one person’s opinion. Nor are they a marketing guru’s “do-what-I do” formula for success. In marketing as in life, no single solution works for everyone.

The greatest benefit of the best marketing practices is that every agent can use them to sell more real estate.

Now let’s see what these strategies are all about…

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Working Smart: It All Starts With You

Working smarter at selling real estate is all about working to achieve goals. It involves focusing on the results that you would like to achieve and taking actions that will help you achieve these results. In other words, working smarter is all about planning. Planning the results you would like to achieve and what actions you will take to achieve these results.

By following these 4 strategies, you will work smarter.

And you will also be better positioned to achieve your goals, without working harder.

WS-1: Align Your Personal & Business Goals—Do What You Value & Believe In

• Aligned personal & business goals reduce distractions and keep you focused

WS-2: Plan to Succeed—Don’t Just Work Hard

• S.M.A.R.T. goals keep you on track on your journey to success

WS-3: Become Internet-Savvy—Use More Resources Better

• Gather more information & attract more clients from more locations

WS-4: Involve Others In Your Business—Do What You Do Best, Delegate The Rest

• Many hands make work light” age-old wisdom, but still sound advice, especially when applied to working smart

Drawing on my experience of helping business owners learn more about marketing, the e-book also contains self-study exercises. These exercises will help you customize individual strategies and apply them in your situation.

And the best thing about self-study exercises is that you can work at them at your own pace and on your own schedule. You won’t have to wait for seminars and workshops to be scheduled. Nor will you be frustrated by having to accommodate other people who learn at different rates than you do.

Of course you can also work through the material with one or more partners. Just as how and when you review the e-book…it’s your choice. (Note that you will also enjoy these e-book benefits with Astute Marketing and Generating Referrals described below.)

If you want to attract more clients, your best choice is to stop working hard and start working smart.

Order your copy of Working Smart. Only $29.95.

Add it to your cart now. It will be in your email inbox within 36 hours.

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Astute Marketing--
Success At Selling Is More Than Selling

It’s marketing that is based on working smarter not harder. This means taking specific actions to attract new business. This includes encouraging prospects to contact you instead of the competition.

It involves more than passively waiting for prospects to appear randomly and spontaneously. Astute marketing is about positioning yourself to connect with the kinds of clients you want to serve. You then offer them a compelling reason for choosing you as their agent.

To effectively connect with your ideal clients, you must understand what they look for in a real estate agent. You must possess and consistently demonstrate these personal skills and characteristics.

To satisfy clients, you must know what they need, want and expect.

By following these 4 strategies, your marketing will be more astute…because you are working smart. As a result, you will also be better positioned to attract more clients, without working harder.

AM-1: Go Narrow, Go Deep—Define & Work Your Market Niche

• how to become an expert in your market and attract more clients

AM-2: Learn Everything You Can About Your Clients—Understand What They Need, Want and Expect

• satisfy your clients--they will generate more business for you

AM-3: Triangulate Your Activities—Overcome The Challenges That Face You

• how your commitment, tenacity and willingness to learn will help you overcome challenges

AM-4: Continue To Improve—Do What You Do Even Better

• getting better at what you do will attract more clients

• easily read on your computer screen
• can be printed in hard copy
• combines best real estate marketing practices the essential fundamentals of marketing
• self-study exercises will help you customize and apply strategies
• you can proceed at your own pace, on your own schedule
• you can work through the material with one or more partners

If you want to succeed at selling real estate, your best choice is to market astutely. Order your copy of Astute Marketing. Only $29.95.

Add it to your cart now. It will be in your email inbox within 36 hours.

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Generating Referrals:
Create A Permanent Pipeline Of Prospects

It is the very best marketing approach of all sales representatives, regardless of what they sell or where they sell it.

Among other benefits, this approach will help you:

• Attract new prospects
• Convert prospects into clients
• Satisfy clients
• Generate a continuous flow of new and profitable business

Maintaining this pipeline is more effective and less costly than anxiously looking for the next lead for the next transaction.

An effectively maintained pipeline makes it easy to generate referrals from virtually everyone you know, regardless of whether they are family, friends, client or other personal contact.

What makes this approach so effective is its focus on maintaining ongoing relationships with other people. Instead of saying good bye to clients after their individual transactions close, successful sales people keep in touch with the people whom they have served.

By following these 4 strategies, you will generate more referrals.

GR-1: Communicate to Attract Prospects—Offer Prospects A Compelling Reason for Choosing You

• use the best marketing strategies to attract prospective clients

GR-2: Communicate to Convert Leads into Clients—Follow-up, Follow-up, Follow-up

• how to help your leads become qualified buyers and sellers

GR-3--Communicate to Satisfy Clients—Understand & Meet Their Needs

• how to satisfy clients so they can generate more business for you

GR-4--Communicate To Generate More Referrals—Help Your Clients & Contacts Make More Referrals To You

• how to generate more repeat business and referrals of pre-qualified leads

• easily read on your computer screen
• can be printed in hard copy
• combines best real estate marketing practices the essential fundamentals of marketing
• self-study exercises will help you customize and apply strategies
• you can proceed at your own pace, on your own schedule
• you can work through the material with one or more partners

If you want to generate more referrals, prime your pipeline of prospects.

Order your copy of Generating Referrals. Only $29.95.

Add it to your cart now. It will be in your email inbox within 36 hours.

Now that’s really working smart!

L.